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Trade Sales Manager


Job 3 - 8 years Fill 66 Gurgaon (Haryana)
Job Purpose : Sale of International Trade and Forex products to customers of mapped branches; Carrying out enhanced due diligence from TBML perspective and Onboarding of customers referred by branches for international trade and forex products; day to day management of customers availing international trade and forex products to ensure customer satisfaction, ensuring maximization of revenue from these products, and ensuring compliance to the FEMA, RBI and other regulatory guidelines in respect of these products; owning the RTFX target jointly with the mapped branches. Job Responsibilities(JR) : 6 8 Areas Actionable (4-6) A. Business Targets 1. To achieve RTFX Income Target on entire range of Trade & Forex products, viz., Imports/ Exports/ Bank Guarantees & LCs / Buyer's Credit/ FDI/ODI/ ECB, A2 remittances, Currency Sale/Purchase, Forex Cards, FCY DDs, inward and outward Remittances etc. 2. Ensuring each of the mapped branches meets its RTFX income target 3. Ensuring each managed portfolio in the mapped branches becomes active on RTFX products B. New Customer Acquisition 1. Joint visits/calls with branch staff to prospective customers being acquired by the branch for pitching RTFX products. 2. Carrying out enhanced due diligence on the customers referred by branch to determine their suitability for RTFX products from FEMA and TBML perspective C. Activation of Existing Customers on RTFX Products 1. Training branch staff and portfolio owners on the RTFX products to enable them to pitch the same to existing customers in the day to day interactions 2. Joint visits/calls with branch staff to existing customers to activate them on RTFX products 3. Carrying out enhanced due diligence on the customers referred by branch to determine their suitability for RTFX products from FEMA and TBML perspective. D. Retention of customers availing RTFX products To continuously engage with customers availing RTFX products to – 1. Ensure seamless and fast delivery of customer requirements to his satisfaction 2. Ensure against any poaching attempt by competition 3. Maximise bank’s share of his wallet 4. Identify any possible change in customer business/ profile/ transactions that could be ground of suspicion for any FEMA violation/ TBML angle. E. Business Development 1. To identify potential RTFX segments/industries in the branch catchment and working jointly with branches to effectively tap the business opportunity. 2. Support the branch in creating visibility for RTFX products, and driving marketing promotions in the catchment in coordination with regional marketing teams 3. Push centrally driven business contests and campaigns in the mapped branches with BMs, CHs, Circle Heads Regional Marketing Team and TFMS. F. Maximising Revenue 1. Negotiation and finalization of pricing both on exchange margin and commission with the customer for RTFX products 2. Negotiation and finalization of transaction specific exchange rate with customers availing IBR linked pricing and getting the same booked with Treasury on a back to back basis 3. Periodic review and rationalization of customer specific pricing based on actual volumes and revenue 4. Periodic renegotiation and finalization of revised pricing to counter competition offers 5. Selling Forward Cover as a hedging solution to maximise exchange income for the Bank and minimize exchange risk for the customers G. Documentation & Approvals 1. Guiding the customer on documentation requirements for various RTFX products and related transactions 2. Supporting the customer in curing of deficiencies in documents submitted, which are rejected by Operations 3. Putting up deviation cases to designated authorities with required justification and obtaining required approvals H. Adherence to RTFX Desk Processes 1. To meet extant score card objectives and work as per the extant Sales processes. 2. To ensure achievement of Cross Sell targets. 3. To ensure momentum in business by having regular interactions with respective Branch Managers and Cluster Heads. 4. To ensure review and closure of all Trade Customer leads received from branches in CRM Next. I. Product Knowledge, Innovation and Providing Solutions 1. To champion the closure of all New /Complex/Complicated/Unique transactions at the unit level by co-ordinating with TSHs/RSHs, and other stakeholders viz., Client, Branch, Trade Desk, CPU-T, Product, Credit, Audit and Compliance. 2. To serve as single point of contact for all queries from directly mapped branches and their customers and assist in their satisfactory closure. 3. To resolve all RTFX Product/Process/System queries of managed branches. J. Risk Mitigation, Monitoring and Portfolio Quality 1. Ensuring regulatory compliance of all RTFX related transactions 2. Identification and Reporting of suspicious and/or doubtful customers/transactions involving possible FEMA violations and/or TBML cases 3. Follow up for submission of evidence of import (BOE), regularization of export advances received, submission of shipping bills in respect of exports done, realization of export proceeds, submission of regulatory reportings related to FDI, ODI and ECB transactions 4. To ensure that all customers who have booked forward cover, buyer's credit, import LCs and foreign bank guarantees, top-up the required shortfall in MTM (Marked to Market) Fx margin by mobilising additional amount as FD. 5. In case of shortfall, beyond the stipulated time, need to follow-up for recovery, for all cases where the contracts have been cancelled. K. Audit & Compliance 1. To monitor and ensure requisite operations and risk control as per extant procedures of the bank with regard to Trade and Forex products. 2. To understand, review and extract necessary inputs from the Branch audit report with respect to the RTFX Operations, and utilise it as a feedback for necessary training and hand-holding for the respective branch staff. L. Training and Capacity Building To identify the knowledge gaps in branch staff on RTFX products and services and train them accordingly with a view to ensuring achievement of RTFX Business objectives.
HDFC Bank is one of India's premier banks, providing a wide range of financial products & services across hundreds of Indian cities using multiple distribution channels, including pan-India network of branches, ATMs, phone banking, net banking & mobile banking. Within a relatively short span of time, the bank has emerged as a leading player in retail banking, wholesale banking, & treasury operations, its three principal business segments. It is the largest bank in India by market capitalization as of February 2016. On its path to becoming a “World Class Bank” the bank has won several awards; recent ones being Bank of the Year & Best Digital Banking Initiative Award 2016 (KPMG study of India’s Best Banks), Best Companies to work for (Business Today magazine), as well as bagging four awards from the Indian Banks’ Association. By 2015, the Bank had featured in Forbes Asia’s “Fab 50” list nine consecutive times.The Bank was named India’s Best Managed Company in a 2015 FinanceAsia survey, which also named CEO Mr. Aditya Puri as Best CEO. HDFC Bank’s National Blood Donation Drive, held annually since 2007, was recognized as the largest effort of its kind across the world in 2013 with 61,902 donors in a single day. In 2014, 1,55,599 donors participated at 913 locations The bank which unveiled its Go Digital Initiative in 2014, harnessing the power of technology by enabling customers to perform over 75 transactions from their mobile phone – “Bank Aapki Muththi Mein”, has also been the first to launch its wearable app on the Apple Watch, as well as use big data and biometrics to offer instant loans. The Bank’s payment and e-commerce eco-system app, PayZapp has recorded a million downloads within a year of its launch. To harness the power of entrepreneurship in the fintech space for delivering differentiated customer experience, the Bank has initiated its Digital Innovation Summit in 2016.

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